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Publications

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      • Faculty Publications  (143)

      Incentive Systems Remove Incentive Systems →

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      • May 2023
      • Article

      Decarbonizing Health Care: Engaging Leaders in Change

      By: Vivian S. Lee, Kathy Gerwig, Emily Hough, Kedar Mate, Robert Biggio and Robert S. Kaplan
      Health care leaders are often surprised to learn that their operations contribute significantly to a warming climate. In addition to their roles as responders to and victims of extreme weather events, health care organizations have an obligation to reduce...  View Details
      Keywords: Health Care; Decarbonization; Carbon Emissions; Net-zero Emissions; Climate Change; Health Care and Treatment; Health Industry
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      Lee, Vivian S., Kathy Gerwig, Emily Hough, Kedar Mate, Robert Biggio, and Robert S. Kaplan. "Decarbonizing Health Care: Engaging Leaders in Change." NEJM Catalyst Innovations in Care Delivery 4, no. 5 (May 2023).
      • Spring 2023
      • Article

      Incentive Contract Design and Employee-Initiated Innovation: Evidence from the Field

      By: Wei Cai, Susanna Gallani and Jee-Eun Shin
      This study examines how the design of incentive contracts for tasks defined as workers’ official responsibilities (i.e., standard tasks) influences workers’ propensity to engage in employee-initiated innovation (EII). EII corresponds to innovation activities that are...  View Details
      Keywords: Employee-initiated Innovation; Contract Design; Rank-and-file; Extra-role Behaviors; Compensation and Benefits; Motivation and Incentives; Innovation and Management
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      Cai, Wei, Susanna Gallani, and Jee-Eun Shin. "Incentive Contract Design and Employee-Initiated Innovation: Evidence from the Field." Contemporary Accounting Research 40, no. 1 (Spring 2023): 292–323.
      • March 2023
      • Case

      Roche: ESG and Access to Healthcare

      By: George Serafeim, Susanna Gallani and Benjamin Maletta
      In May 2022, Roche Group, one of the largest healthcare companies in the world, hosted its first ESG investor event focused exclusively on its efforts to impact access to healthcare. While Roche had recently set an ambitious goal to double the number of patients that...  View Details
      Keywords: ESG (Environmental, Social, Governance) Performance; Sustainable Finance; Growth Strategy And Execution; Sustainability Targets; Impact Evaluation; Healthcare Access; Healthcare Innovation; Healthcare Systems; Healthcare Operations; Finance; Strategy; Health Testing and Trials; Health Care and Treatment; Growth Management; Measurement and Metrics; Innovation Strategy; Corporate Social Responsibility and Impact; Health Industry; Pharmaceutical Industry; Switzerland; North America; Europe; Asia; Latin America; Africa
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      Serafeim, George, Susanna Gallani, and Benjamin Maletta. "Roche: ESG and Access to Healthcare." Harvard Business School Case 123-075, March 2023.
      • September 2022
      • Case

      HPP: Tapping the Netherlands’ Potential

      By: Brian Trelstad and Idelès Kaandorp
      Stichting Het Potentieel Pakken (HPP) was launched to solve a systemic problem in the Dutch Labor Market: gender inequity that was leading to a large number of women to work part-time in fields that were in desperately short supply of labor, like health care, child...  View Details
      Keywords: COVID-19 Pandemic; Grants; Scaling And Growth; Nonprofit Organizations; Opportunities; Gender; Income; Employment; Health Care and Treatment; Human Capital; Mission and Purpose; Motivation and Incentives; Growth and Development Strategy; Employment Industry; Health Industry; Education Industry; Consulting Industry; Europe; Netherlands
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      Trelstad, Brian, and Idelès Kaandorp. "HPP: Tapping the Netherlands’ Potential." Harvard Business School Case 323-024, September 2022.
      • June 29, 2022
      • Other Article

      Strategic Complexity? Using Experiments to Understand and Overcome Obfuscation

      By: Michael Luca, Ginger Zhe Jin and Daniel Martin
      Credit card companies must decide what product features to disclose to consumers, such as payment schedules, penalties, and fees--and also whether to present them clearly or bury them in the fine print. Firms face similar choices in settings ranging from privacy...  View Details
      Keywords: Obfuscation; Credit Cards; Strategic Incentives; Complexity; Agreements and Arrangements; Customers; Consumer Behavior; Financial Services Industry
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      Luca, Michael, Ginger Zhe Jin, and Daniel Martin. "Strategic Complexity? Using Experiments to Understand and Overcome Obfuscation." Management Science Review (June 29, 2022). (Summary of "Complex Disclosure," Management Science, May 2022.)
      • May 2022
      • Article

      Complex Disclosure

      By: Ginger Zhe Jin, Michael Luca and Daniel Martin
      We present evidence that unnecessarily complex disclosure can result from strategic incentives to shroud information. In our lab experiment, senders are required to report their private information truthfully, but can choose how complex to make their reports. We find...  View Details
      Keywords: Disclosure; Experiments; Naiveté; Overconfidence; Corporate Disclosure; Policy; Information; Complexity; Strategy; Consumer Behavior
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      Jin, Ginger Zhe, Michael Luca, and Daniel Martin. "Complex Disclosure." Management Science 68, no. 5 (May 2022): 3236–3261.
      • Article

      We Need Better Carbon Accounting. Here's How to Get There.

      By: Robert S. Kaplan and Karthik Ramanna
      Any effective system of greenhouse gas (GHG) accounting needs to measure each company’s supply-chain carbon impacts accurately. Such information would provide visibility and incentives for the company to make more climate-friendly product-specification and purchasing...  View Details
      Keywords: Accounting; Greenhouse Gas Emissions; GHG; Carbon Accounting; Environmental Accounting; Environmental Management; Governing Rules, Regulations, and Reforms; Supply Chain
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      Kaplan, Robert S., and Karthik Ramanna. "We Need Better Carbon Accounting. Here's How to Get There." Harvard Business Review Digital Articles (April 12, 2022).
      • March 2022 (Revised January 2023)
      • Case

      Innovation at Moog Inc.

      By: Brian J. Hall, Ashley V. Whillans, Davis Heniford, Dominika Randle and Caroline Witten
      This case focuses on the challenges of incentivizing innovation within Moog, an engineering company based in New York state that designs and builds guidance systems for space, air, and land-based travel. The case enables students to grapple with the challenges of using...  View Details
      Keywords: Innovation; Innovation Lab; Innovation Management; Motivation; Incentives; Culture; Compensation; Compensation And Benefits; Scalability; Business Growth and Maturation; Collaborative Innovation and Invention; Independent Innovation and Invention; Innovation and Management; Innovation Leadership; Innovation Strategy; Organizational Culture; Performance Consistency; Performance Effectiveness; Performance Efficiency; Performance Productivity; Performance Evaluation; Creativity; Motivation and Incentives; Aerospace Industry; Transportation Industry; United States
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      Hall, Brian J., Ashley V. Whillans, Davis Heniford, Dominika Randle, and Caroline Witten. "Innovation at Moog Inc." Harvard Business School Case 922-040, March 2022. (Revised January 2023.)
      • February 2022 (Revised October 2022)
      • Supplement

      Henkel: Building a Winning Culture (D)

      By: Robert L. Simons and Carolyn Deller
      This three-page case is the third update to Henkel: Building a Winning Culture (A). In this supplement, dated 2021, a new CEO has taken over Henkel and implemented a new strategy. His changes to the original performance management system are presented as a new...  View Details
      Keywords: Execution; Management Control Systems; Performance Goals; Incentives; Levers Of Control; Strategy; Management Analysis, Tools, and Techniques; Performance Evaluation
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      Simons, Robert L., and Carolyn Deller. "Henkel: Building a Winning Culture (D)." Harvard Business School Supplement 122-055, February 2022. (Revised October 2022.)
      • January 10, 2022
      • Article

      The Secret Ingredient of Thriving Companies? Human Magic

      By: Hubert Joly
      The traditional corporate approach to motivating people has been a combination of carrots and sticks: a system of financial incentives designed to mobilize everyone around a plan designed by a few smart people at the top. Multiple studies have confirmed that, for any...  View Details
      Keywords: Meaning; Purpose; Organizational Culture; Employees; Motivation and Incentives; Performance
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      Joly, Hubert. "The Secret Ingredient of Thriving Companies? Human Magic." Harvard Business Review (website) (January 10, 2022).
      • October 2021 (Revised February 2022)
      • Case

      Hospital 57357: Aligning Performance Towards a Vision of a Cancer-Free Childhood

      By: Susanna Gallani and Youssef Abdel Aal
      The case follows the Children Cancer Hospital in Egypt, also known as Hospital 57357, as it goes through the roll-out of a new performance management system, which Dr. Sherif Abouel Naga, founder and CEO of the hospital, had championed. This was a critical juncture as...  View Details
      Keywords: Healthcare; Performance Management; Performance Incentives; Strategic Alignment; Health Care and Treatment; Nonprofit Organizations; Strategy; Alignment; Performance Evaluation; Mission and Purpose; Change Management; Health Industry; Egypt; Middle East
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      Gallani, Susanna, and Youssef Abdel Aal. "Hospital 57357: Aligning Performance Towards a Vision of a Cancer-Free Childhood." Harvard Business School Case 122-041, October 2021. (Revised February 2022.)
      • Article

      Are They Useful? The Effects of Performance Incentives on the Prioritization of Work Versus Personal Ties

      By: Julia Hur, Alice Lee-Yoon and Ashley V. Whillans
      Most working adults report spending very little time with friends and family. The current research explores the aspects of work that encourage employees to spend less time with personal ties. We show that incentive systems play a critical role in shaping how people...  View Details
      Keywords: Rewards; Performance Incentives; Social Relationships; Instrumentality; Time Allocation; Performance; Motivation and Incentives; Relationships; Time Management
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      Hur, Julia, Alice Lee-Yoon, and Ashley V. Whillans. "Are They Useful? The Effects of Performance Incentives on the Prioritization of Work Versus Personal Ties." Organizational Behavior and Human Decision Processes 165 (July 2021): 103–114. (Shared Authorship.)
      • July 2021
      • Article

      Redistribution through Markets

      By: Piotr Dworczak, Scott Duke Kominers and Mohammad Akbarpour
      Policymakers frequently use price regulations as a response to inequality in the markets they control. In this paper, we examine the optimal structure of such policies from the perspective of mechanism design. We study a buyer-seller market in which agents have private...  View Details
      Keywords: Optimal Mechanism Design; Redistribution; Inequality; Welfare Theorems; Market Design; Equality and Inequality
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      Dworczak, Piotr, Scott Duke Kominers, and Mohammad Akbarpour. "Redistribution through Markets." Econometrica 89, no. 4 (July 2021): 1665–1698. (Authors' names are in certified random order.)
      • May 13, 2021
      • Article

      The Big Benefits of Employee Ownership

      By: Thomas Dudley and Ethan Rouen
      Wealth inequality in the U.S. has been increasing for decades: The richest 1% own a majority of all business wealth, and the top 10% own more than 90%. Companies, which have played a vital role in the growth in inequality can also play one in reducing it. One place to...  View Details
      Keywords: Wealth; Equality and Inequality; Corporate Social Responsibility and Impact; Employee Ownership; United States
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      Dudley, Thomas, and Ethan Rouen. "The Big Benefits of Employee Ownership." Harvard Business Review (website) (May 13, 2021).
      • April 2021 (Revised April 2021)
      • Case

      Project Restart: Deciding the Future of English Football

      By: Nour Kteily and Deepak Malhotra
      In March 2020, the English Premier League football (soccer) season was suspended partway through due to the COVID-19 pandemic. Two months later the season remained in limbo, with a looming deadline to decide whether to attempt to complete the season or curtail it—and...  View Details
      Keywords: COVID-19 Pandemic; Sports; Health Pandemics; Decision Making; Fairness; Values and Beliefs; Business and Stakeholder Relations; Motivation and Incentives; Outcome or Result; Perception; Negotiation; Sports Industry; United Kingdom
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      Kteily, Nour, and Deepak Malhotra. "Project Restart: Deciding the Future of English Football." Harvard Business School Case 921-050, April 2021. (Revised April 2021.)
      • Article

      Value of New Performance Information in Healthcare: Evidence from Japan

      By: Susanna Gallani, Takehisa Kajiwara and Ranjani Krishnan
      Mandatory measurement and disclosure of outcome measures are commonly used policy tools in healthcare. The effectiveness of such disclosures relies on the extent to which the new information produced by the mandatory system is internalized by the healthcare...  View Details
      Keywords: Value Of Information; Feedback; Patient Satisfaction; Healthcare; Health Care and Treatment; Satisfaction; Information; Measurement and Metrics; Performance Improvement
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      Gallani, Susanna, Takehisa Kajiwara, and Ranjani Krishnan. "Value of New Performance Information in Healthcare: Evidence from Japan." International Journal of Health Economics and Management 20, no. 4 (December 2020): 319–357.
      • November 2020 (Revised March 2022)
      • Teaching Note

      Social Salary Setting at Spiber

      By: Ashley Whillans and John Beshears
      Teaching Note for HBS Case No. 920-050. The case tells the story of Spiber, a Japanese technology start-up company. To reflect the company’s values, the leadership team implemented a new and unique salary-setting process: each employee had the authority to choose their...  View Details
      Keywords: Compensation; General Management; Employee Benefits; Incentives; Motivation; Compensation and Benefits; Fairness; Motivation and Incentives; Management; Happiness; Negotiation; Cross-Cultural and Cross-Border Issues; Japan
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      Whillans, Ashley, and John Beshears. "Social Salary Setting at Spiber." Harvard Business School Teaching Note 921-014, November 2020. (Revised March 2022.)
      • November 2020
      • Article

      Accelerator or Brake? Cash for Clunkers, Household Liquidity, and Aggregate Demand

      By: Daniel Green, Brian Melzer, Jonathan Parker and Arcenis Rojas
      This paper evaluates the Car Allowance Rebate System (CARS) by comparing the vehicle purchases and disposals of households with eligible "clunkers" to those of households with similar, but ineligible, vehicles. CARS caused roughly 500,000 purchases during the program...  View Details
      Keywords: Automobiles; Purchasing; Government Incentives; Household; Financial Liquidity; Income; Behavior
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      Green, Daniel, Brian Melzer, Jonathan Parker, and Arcenis Rojas. "Accelerator or Brake? Cash for Clunkers, Household Liquidity, and Aggregate Demand." American Economic Journal: Economic Policy 12, no. 4 (November 2020): 178–211.
      • 2020
      • Working Paper

      Design Rules, Volume 2: How Technology Shapes Organizations: Chapter 5 Ecosystems and Complementarities

      By: Carliss Y. Baldwin
      The purpose of this chapter is to introduce two new building blocks to the theory of how technology shapes organizations. The first is a new layer of organization structure: a business “ecosystem.” The second is the economic concept of “complementarity.” Ecosystems are...  View Details
      Keywords: Business Ecosystems; Complementarity; Modularity; Information Technology; Organizations
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      Baldwin, Carliss Y. "Design Rules, Volume 2: How Technology Shapes Organizations: Chapter 5 Ecosystems and Complementarities." Harvard Business School Working Paper, No. 21-033, August 2020.
      • Article

      Forgoing Earned Incentives to Signal Pure Motives

      By: Erika L. Kirgios, Edward H. Chang, Emma E. Levine, Katherine L. Milkman and Judd B. Kessler
      Policy makers, employers, and insurers often provide financial incentives to encourage citizens, employees, and customers to take actions that are good for them or for society (e.g., energy conservation, healthy living, safe driving). Although financial incentives are...  View Details
      Keywords: Incentives; Motivation Laundering; Self-signaling; Motivation and Incentives; Behavior; Perception
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      Kirgios, Erika L., Edward H. Chang, Emma E. Levine, Katherine L. Milkman, and Judd B. Kessler. "Forgoing Earned Incentives to Signal Pure Motives." Proceedings of the National Academy of Sciences 117, no. 29 (July 21, 2020): 16891–16897.
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